Iannarino
JUNE 6, 2023
No salesperson wants to lose a deal, especially a large enterprise-level deal. No matter how good you are in sales, losses are part of selling. You may believe you should move on without looking back, but that would be a mistake. If you want to acquire the client in the future, there is no reason to give up, especially if you are already responsible for displacing a competitor to win a client’s business.
SalesProInsider
JUNE 8, 2023
I object! It’s the climax of many TV courtroom dramas, and it’s often the turning point of the story. It surfaces the truth or redirects the focus to information that is helpful or relevant. Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges, discomfort, or misunderstandings?
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Membrain
JUNE 7, 2023
I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.
Understanding the Sales Force
JUNE 8, 2023
Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said "Lunch" at the end of the day, and I spent most of the morning displaying only slide #2 which could have been covered in 10 minutes. The spontaneous, robust discussion that broke out was not planned, but most importantly, it was not discouraged.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Iannarino
JUNE 8, 2023
You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the important outcome they are facing. As you look at your list of successes, you choose the three largest companies. Each is a marquee logo on its own, but the three together are certain to wow your contacts and eliminate any uncertainty they might have about closing with you.
Anthony Cole Training
JUNE 8, 2023
I am an admirer of all the brave men and women who serve in the armed forces. Their service and their sacrifice make them the best our nation has to offer. Lately, I have had the extreme honor to meet a few Navy Seals. Those meetings have propelled me to learn as much as I can about how they think and how they build the discipline that is necessary to do what they do.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
JUNE 5, 2023
Chrome extensions provide a quick and easy way to execute boring and repetitive tasks. Extensions can be a huge time saver in SEO. But many still don’t focus on building them. One reason is that some marketers are unable to code complex tools, so they use whatever tool is available. That said, you don’t always need to invest your time learning difficult skills or spending money on an expensive developer to build a new complex tool.
Iannarino
JUNE 9, 2023
It seems we continually lose the thread when it comes to selling. Sales organizations are distracted by every new shiny object that flashes across LinkedIn. Every new idea or technology, or even some passing fad , causes sales leaders and salespeople to believe something new will make selling easier, faster, and certain.
Membrain
JUNE 4, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Matt Ferguson , the founder of MDF Coaching & Consulting. Matt shares his personal journey, we explore key takeaways that can empower professionals to excel in their roles.
Force Management
JUNE 8, 2023
We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Martech
JUNE 6, 2023
Apple’s Vision Pro. Image: Apple. This week Apple announced the Vision Pro headset, available early next year. Here’s what we know so far about the device and what this means for marketers experimenting with AR and VR engagement. “Spatial computing” and AR. The use cases demoed at Apple’s Worldwide Developers Conference (WWDC) show augmented reality (AR) experiences where users interface with a digital layer on top of their real-world environment.
Iannarino
JUNE 7, 2023
In 1965, the futurist, Alvin Toffler wrote, "The acceleration of change in our time is, itself, an elemental force. The accelerative thrust has personal and psychological, as well as sociological consequences. unless man quickly learns to control the rate of change in his personal affairs as well as in society at large, we are doomed to a massive adaptational breakdown.
G2
JUNE 5, 2023
Intellectual property (IP) has become a fundamental pillar of innovation and economic growth. Many organizations worldwide use IP management software to centralize all intellectual property rights, trademarks, and patents in a single repository, enabling easy monitoring and tracking.
Search Engine Land
JUNE 8, 2023
Google has cut down the time it takes for the new Search Generative Experience , which was opened to some users a few weeks ago by half the time. Google said it released a “major improvement that reduces the time it takes to generate AI snapshots by half,” Danny Sullivan, Google’s Search Liaison wrote on Twitter. Half the time. One of the early complaints about Google’s Search Generative Experience was how long it took for Google to respond with an AI-generated answer or
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
SaaStr
JUNE 5, 2023
So two recent data analyses across both private and public SaaS companies interestingly showed basically the same thing: for the best SaaS companies, on average, growth in Q1 was down about 33% or so from a year ago. The time periods are different, but they also are sourcing the data at slightly different times. ChartMogul’s data, which we covered in another recent post here , shows data from 1000+ SaaS startups from $1m-$30m ARR in essentially real-time, as they are doing real-time revenue anal
Iannarino
JUNE 3, 2023
Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good questions. Despite this universal advice, most salespeople fail to ask powerful questions because they don’t have them. When sales managers talk about sales questions, they suggest more open-ended questions and fewer closed-ended questions. While that’s better than nothing, there are other, more powerful types of questions.
Martech
JUNE 6, 2023
In today’s economy, companies are focusing on doing more with less. However, the highest reported investment increase across all major marketing resources by CMOs this year goes to marketing technology. Marketers and martech professionals have the option to buy one product or a full platform suite. Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once.
Partners in Excellence
JUNE 5, 2023
“Tough times demand tougher selling!” That seems to be a mantra many people discuss about selling in a difficult economy. And tougher selling is, sometimes, interpreted of higher activity levels, more outreaches, higher volumes, more and more frequent touches. Some of it focuses on more aggressive messaging. Some of it focuses on strengthening value propositions, finding ways to increase the value customers might realize through a change effort.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Search Engine Land
JUNE 6, 2023
Google has added six new dimensions and metrics in the new Google Analytics 4 audience builder. These metrics should help you track your website metrics and goals in more detail using the audience builder tool. New metrics and dimensions. The five new dimensions added to the audience builder in Google Analytics 4 include: Country Manual term (UTM Term) Mobile device info Minute New vs Returning The new metric added to the audience builder in Google Analytics 4 include: Session duration Why we ca
Iannarino
JUNE 4, 2023
You are in an operational role, where your job is to execute what your salesperson sells. Occasionally, a salesperson asks you to join them on a discovery call or a presentation. You are being asked to join this meeting because the client’s operations people will have questions that the salesperson can’t answer as well as you can.
SaaStr
JUNE 9, 2023
Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup? Yes — at least at first. Especially if you haven’t done a lot of sales yourself. Boy sales is hard. It’s being told No a lot. It’s have literal, or virtual, doors shut on your face. It’s figuring out how not to be a pest — yet still be a pest. It actually doesn’t get that much easier over time, either.
Partners in Excellence
JUNE 6, 2023
The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. When a business is fully operational and functioning at capacity, productivity should, in theory, be maximized.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Salesforce
JUNE 8, 2023
This generative AI glossary will be updated regularly. Does it seem like everyone around you is casually tossing around terms like “generative AI,” “large language models,” or “deep learning”? Feeling a little lost on the details? We’ve created a primer on everything you need to know to understand the newest, most impactful technology that’s come along in decades.
Iannarino
JUNE 5, 2023
Salespeople often run into problems during the sales conversation. When these problems recur over time, it can cause a salesperson to fail to win deals that they might have won. Many of these obstacles happen in the B2B sales process. When this is true, it is especially important to address them early and proactively.
Martech
JUNE 7, 2023
Looking to get off the treadmill of producing what seems like never-ending content and feeding the ABM machine hoping you get a hit? Tired of anonymous and/or intent data that produces few results? In today’s challenging economic environment, your program has to work better than ever. Casting a wide net in a sea with fewer fish will be less productive.
Search Engine Land
JUNE 5, 2023
Linda Yaccarino today became Twitter CEO – and she’s got some hard work ahead of her. That’s because Twitter’s advertising revenue has declined 59% year on year, according to an internal presentation acquired by The New York Times. Despite Elon Musk’s recent optimism about Twitter’s advertising progress, stating that “almost all advertisers have returned” and predicting profitability for the platform, the situation remains uncertain.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
Salesforce
JUNE 6, 2023
For many years, brands talked at their customers instead of with them. Marketers told customers what they wanted, rather than asking them what they needed. Advertisers addressed everyone with a single campaign. Thanks to conversational marketing — connecting with customers through personalized, two-way conversations in real time — these “one size fits all” tactics are becoming a thing of the past.
G2
JUNE 5, 2023
Modern technologies shape the era we live in. Among these paradigm-shifting technologies, virtualization stands out as it continues to transform our relationship with hardware, software, and data.
Martech
JUNE 6, 2023
Generative AI is a high-value, additive capability for marketing, not a replacement for talent. The elimination of marketing roles and jobs is reactionary. Proving the point: 81% of marketing leaders say gen AI won’t reduce team size, according to a May 2023 Norwest Ventures generative AI survey of marketers. Nearly one in five respondents in this same survey expect to hire more people to take advantage of generative AI capabilities.
Search Engine Land
JUNE 8, 2023
LinkedIn is testing generative AI and will soon give advertisers in-stream video ads, Conversation Ads and Thought Leader Ads. Why we care. LinkedIn continues to test and roll out new tools and ad formats that could help advertisers more efficiently reach their target audience on the platform, improve ROI and increase revenue. Testing Generative AI.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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